Matches in SemOpenAlex for { <https://semopenalex.org/work/W2563481804> ?p ?o ?g. }
Showing items 1 to 47 of
47
with 100 items per page.
- W2563481804 abstract "Firms in Business-to-Business markets face rising complexity driven by globalization, increased competition and a growing shift of the bargaining power toward the customer. Customers have rising expectations about both off-the-shelf products, purchased through efficient and low-cost transactions, as well as complex solutions for individual needs. To cope with complex demands and to accelerate growth in competitive markets, firms aim to become more customer-centric by deploying cross-selling as a customer management process. Because organizations often adopt a division-focused structure according to products or geographies, vendors have to coordinate products and services from different divisions according to customer needs to expand their relationships with customers across structural boundaries of the organization. The salesforce plays a key role in realizing a firm’s cross-selling strategy. In their boundary-spanning position, salespeople have to address diverse customer needs in their external environment and coordinate internal teams across divisions and functions to generate value for customers. Given the scarce research on cross-selling, this dissertation aims to enhance the understanding of how firms can promote their cross-selling effectiveness and the cross-selling performance of their salesforce in particular. This dissertation adopts a cumulative approach, with three single studies. Based on a holistic and qualitative approach, the first study explores challenges and success factors of a firm’s cross-selling effectiveness from both a vendor and customer perspective. To show how salespeople cope with the challenges in cross-selling, the first study also develops a salesforce typology in cross-selling. The second study investigates the role of salesforce motivation as a distinct success factor in a quantitative approach. In particular, the effects of supervisory- and compensation-based control on the salesforce’s cross-selling performance are analyzed in a complex context. The third study is embedded in a transactional context and demonstrates the effect of salesperson distrust on salesperson trust, which subsequently affects customers’ cross-buying intention. Based on a quantitative survey, this study emphasizes the differential effects of salesperson customer-oriented behaviors on the relationship between salesperson distrust and trust. Finally, the findings of the single studies are incorporated into a managerial roadmap that can guide the vendor’s transformation process toward more customer orientation through cross-selling." @default.
- W2563481804 created "2017-01-06" @default.
- W2563481804 creator A5059754294 @default.
- W2563481804 date "2017-01-01" @default.
- W2563481804 modified "2023-09-26" @default.
- W2563481804 title "Achieving Cross-Selling Effectiveness in Business-to-Business Markets" @default.
- W2563481804 hasPublicationYear "2017" @default.
- W2563481804 type Work @default.
- W2563481804 sameAs 2563481804 @default.
- W2563481804 citedByCount "0" @default.
- W2563481804 crossrefType "dissertation" @default.
- W2563481804 hasAuthorship W2563481804A5059754294 @default.
- W2563481804 hasConcept C144133560 @default.
- W2563481804 hasConcept C162853370 @default.
- W2563481804 hasConcept C2777338717 @default.
- W2563481804 hasConcept C40700 @default.
- W2563481804 hasConceptScore W2563481804C144133560 @default.
- W2563481804 hasConceptScore W2563481804C162853370 @default.
- W2563481804 hasConceptScore W2563481804C2777338717 @default.
- W2563481804 hasConceptScore W2563481804C40700 @default.
- W2563481804 hasLocation W25634818041 @default.
- W2563481804 hasOpenAccess W2563481804 @default.
- W2563481804 hasPrimaryLocation W25634818041 @default.
- W2563481804 hasRelatedWork W1165513011 @default.
- W2563481804 hasRelatedWork W155299989 @default.
- W2563481804 hasRelatedWork W1973905749 @default.
- W2563481804 hasRelatedWork W1988745563 @default.
- W2563481804 hasRelatedWork W2033257444 @default.
- W2563481804 hasRelatedWork W2043537934 @default.
- W2563481804 hasRelatedWork W2470604910 @default.
- W2563481804 hasRelatedWork W2562895176 @default.
- W2563481804 hasRelatedWork W2592167647 @default.
- W2563481804 hasRelatedWork W2613876303 @default.
- W2563481804 hasRelatedWork W2743897247 @default.
- W2563481804 hasRelatedWork W2768542655 @default.
- W2563481804 hasRelatedWork W2791331989 @default.
- W2563481804 hasRelatedWork W2886973348 @default.
- W2563481804 hasRelatedWork W3033300879 @default.
- W2563481804 hasRelatedWork W3104778851 @default.
- W2563481804 hasRelatedWork W3125352277 @default.
- W2563481804 hasRelatedWork W654174943 @default.
- W2563481804 hasRelatedWork W2186243008 @default.
- W2563481804 hasRelatedWork W2578431909 @default.
- W2563481804 isParatext "false" @default.
- W2563481804 isRetracted "false" @default.
- W2563481804 magId "2563481804" @default.
- W2563481804 workType "dissertation" @default.